Assessing readiness for change.

If you're sensing resistance to change, use the following “readiness” equation as a diagnostic tool to find out what’s causing it.

This equation states that to make progress in introducing change,

(A x B x C) / D must be > R where:


A = Dissatisfaction with the status quo.

When people are satisfied with the way things are, they don't feel any need to change.

B = A shared vision of the future.

Even though people may not like their current situation and feel the need to change, they’re not likely to move on until they know there's a better place to go to.

C = Knowledge of some practical first steps.

Dissatisfaction with the status quo and knowledge about a better place to go to isn’t enough if you don’t know how to begin to move there.

D = The total economic and psychological costs involved.

For people to move on, the benefits to be gained must be greater than the costs involved. The costs have both economic and psychological dimensions, and the latter are often the most significant of the two.

R = The degree of resistance to the change.

All of these (dissatisfaction, vision, know-how, and the perception of positive benefits) have to be present to some degree in order for a change initiative to be successfully introduced.

It's easy to get people's attention; what's important is getting their interest.